So many times our clients and prospects come to us with "surface problems" or "surface needs". 

But there's more below the surface, a deeper problem or greater need. 

They aren't hiding it from you, they just might not even know what the real problem is. 

So, how can you help them recognize a problem they might not even know exists?

Paul Gauger shares 3 techniques to help you dig deeper, build trust, and win the business.